President’s Message

Rick LambFrank’s Supply Co.Albuquerque, NM

On April 11, Frank’s Supply Co., Inc., Albuquerque, NM, hosted its 60th Anniversary Celebration & Tool Show. Over 850 people attended the event featuring 35+ vendors. STAFDA President, Rick Lamb (L) and Frank’s Supply owner, Melissa Deaver-Rivera, welcomed STAFDA’s executive di-rector, Georgia Foley (R).

In my previous message, I talked about the importance of open house events and the customer loyalty that these events can bring about. Our 60th anniver-sary celebration certainly accom-plished the goal of enhancing the relationship between Frank’s Supply and its customers. Our open house was not only well at-tended, but sales counter activity was nonstop for four hours!

Our open house was successful because weeks in advance, we asked each of the manufactur-ers represented to work with our purchasing and sales depart-ments to put together some one day hot deals. Competitive pric-ing, coupled with free gifts with purchase on our major brands, had our customers (after a great

In This Issue:• VegasWorkshop

Speakers• DirectoryE-Updates• MandalayBayProfile

Trade NewsA p r i l 2 0 1 3

Please be sure to visit the members-only sec-tion of STAFDA’s website, www.stafda.org, to get detailed information on the following members.

DISTRIBUTORSAll Pro Industrial Tool & Supply – Clearwater, FLAtlanta Electrical Distributors – Duluth, GABlack Hawk Mgmt., dba Black Hawk Rental – Cedar Falls, IAVeilleux et Fils, Inc. – St. Georges, QCReliance Supply – Jacksonville, FL

ASSOCIATESNon-Sparking, Non-Magnetic Hand Tools Ampco Safety Tools – Garland, TXWorkshop Storage Equip., Indus. Furnishings MG Magrini srl – Bibbiena, ItalyAir Compressors MegaPower, Inc. – Houston, TXKnives & Cutting Blades Personna Industrial – Verona, VATorque Wrenches & Torque Testing Equip. Precision Instruments, Inc. – Des Plaines, ILPersonal Temp Control/Safety Apparel TechNiche International – Vista, CA

REP AGENTSMarketShare-N – Painesville, OH MarketShare-S – Crestwood, KYDavid Paik Company – Honolulu, HIWestrep Enterprises – Temple City, CA

New Members

Earth, Wind & Fire to Headline STAFDA Opening Party

Rock and Roll Hall of Fame member, Earth, Wind & Fire, will perform a private show for STAFDA members attending its November 11-13 Annual Convention & Trade Show in Las Ve-gas. The event will be held Monday, November 11, in The Joint at the Hard Rock Hotel, 6:30 – 9:30 p.m.

Earth, Wind & Fire (EWF) is one of the most successful and critically ac-claimed bands of the 20th century known for their dynamic horn sec-tion, energetic and elaborate stage shows, and contrasting vocal inter-play between Philip Bailey’s falsetto and Maurice White’s tenor. The band has received 20 Grammy nomina-tions, winning six as a group, with

White and Bailey winning separate Grammys. EWF has four American Music Awards to their credit and have been nominated a dozen times for that prestigious award. In ad-dition to the Rock and Roll Hall of Fame, they’ve been inducted into the Vocal Group Hall of Fame and have a star on the Hollywood Walk of Fame. Five members of EWF have also been inducted into the Songwriters Hall of Fame (including White and Bailey). They’ve won countless other awards over the decades.

STAFDA attendees will immediate-ly recognize their hits, including “Shining Star” (currently featured in a Kohl’s television commercial), “That’s the Way of the World,” “De-votion,” “Reasons,” “Can’t Hide Love,” “Getaway,” “Love’s Holiday,” “Boogie Wonderland,” “Septem-ber,“ “After the Love is Gone,” and “Let’s Groove.” Two Earth, Wind & Fire songs have been inducted into the Grammy Hall of Fame: “That’s the Way of the World” (2002) and “Shin-ing Star” (2007).

Earth, Wind & Fire was founded in Chicago in 1969 by Maurice White. Other members have included Philip Bailey, Verdine White, Ralph John-son, Larry Dunn, and Al McKay.

To get STAFDA attendees in the mood

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The number of applications available for smartphones and tablets are mind-boggling, but according to CareerBliss.com, here are eight apps that can help business people: 1). Evernote is a one-stop app for storing/or-ganizing/searching ideas, to-do lists, websites, etc. 2). Pages is a word-processing app to create Word-type documents without PC access 3). Dropbox stores all documents in the cloud for ac-cess from any device 4). Note Taker HD is an endless notepad to jot down thoughts on an iPad and allows users to electroni-cally sign documents 5). Flip-Board creates a personalized virtual publication from favorite news sources so users can stay current on the latest information without searching for it daily 6). Clear lets users create a color-coded, prioritized to-do list and eliminate items with a quick touch 7). CheckList makes and stores checklists for repetitive tasks 8). Glimpse helps meet-up with people in a public place by giving them a GPS location for a set period of time – long enough to connect, not long enough to stalk.

A recent survey by the Associa-tion of Certified Fraud Examiners shows expense reimbursement makes up about 13% of com-pany fraud. Mileage forms, cab receipts, and restaurant checks can be doctored or even phony. Often when employees feel under-compensated, they give themselves “raises” through fraud. Employers should main-tain tight control by developing an expense account policy and reminding employees regularly; implementing a formal review process; thoroughly reviewing credit card bills; questioning ex-penditures that look out of the ordinary; disciplining offend-

ers violating company policy; and management should lead by ex-ample.

Social media business tool, Linked In, recently updated its user pro-file tools. “BrainYard’s” technol-ogy columnist, Debra Donston-Miller, recommends these tips for profiles to look great in the new format: ü Update your photo: Photos are now larger and more prominent so replace an old or fuzzy photo with a crisp shot; ü Use Networking Insights View: This new display lets users see in an instant who they are connected to; ü Daily Use: “Daily” activity is a more pronounced area so users should showcase their thoughts or interesting stories; ü Turn “Data Dork”: Take time to read endorse-ments, who is reviewing your pro-file, etc; ü Request Recommen-dations: Recommendations are displayed more prominently under relevant work experience so make sure they’re recent and accurate.

Newsworthy NotesLas Vegas Workshop Speakers Announced

STAFDA will offer six, educa-tional programs on Mon-

day, November 11, and one Wednesday morning, No-

vember 13, during its November 11-13 Las Vegas Convention & Trade

Show at Mandalay Bay. Presenters include:

Monday, November 11:

9:00 a.m. – 11 a.m.: Ryan Barradas, Wealthpoint LLC., on “Succession or Exit? Decision or Dilem-ma?” This is for owners or management thinking of transitioning their compa-ny to the next generation or

an outside party (See the March ’13 Trade News for details).

9 a.m. – Noon: Dr. Marianne Jennings, with “Practical Practices for Avoiding Legal Pitfalls.” This is a rep agent-specific program! STAFDA’s Rep Li-aison Committee suggest-ed offering a rep-specific workshop and attorney, Dr. Jennings, will lead this three-hour program. She

is a longtime faculty member of the Manufac-turers’ Representatives Education Research Foundation (MRERF) Certified Professional Manufacturers Representative (CPMR) certifi-cation program. Her Legal Pitfalls session will look at areas of legal vulnerability for manu-facturer representatives and how they can take the necessary actions to minimize confu-sion, litigation, and liability. Dr. Jennings is an emeritus professor of legal and ethical studies in business at Arizona State University.

Afternoon Sessions: 1:00 – 4:30 p.m. (These are 90-minute workshops that repeat follow-ing a 30-minute break.)

Company Culture: Is Yours by Design or Default? Spend 30 minutes or less at a company and you can de-scribe its business culture. It may be difficult for mem-bers to identify their own company culture since they

are immersed in it, but every business has one and it’s vital to identify the key factors. Veteran sales coach, Jack Daly, lends his sales and CEO experience to help management recognize the importance of proactive company culture and its bottom-line effect on performance. Keys to outstanding company culture begin with goal alignment and ownership, prioritizing the cus-tomer, empowering employees for action, and proactive communication.

Roaring out of the Reces-sion Butler University marketing professor and University of Industrial Dis-tribution faculty member, Dr. Dan McQuiston, will lead a relevant program on the actions to take when dealing with the next re-cession. During the 2009

recession, STAFDA members did nothing but think about it, argue with colleagues over it, lose sleep over it, and likely asked themselves “How do we position our company to come out of this?” Dr. McQuiston will explain how com-panies need a solid, well-thought out strategic business plan to allocate resources, reduce/eliminate operating costs that drain those re-sources, and create points of difference to take advantage of opportunities. He’ll also cover the three “Cs” of competitive strategy (customer, company, and competition).

Effective Purchasing & Inventory Management STAFDA Consultant, Jon Schreibfeder, will follow-up his spring release of STAFDA’s Purchasing Man-ual to do a deeper dive into purchasing habits, how to avoid excess inventory,

work better with vendors, and how to reorder products so there is never a glut in the ware-house. He’ll also cover job responsibilities, balancing inventory between branches, and evaluating progress and setting goals. This is a “must attend” workshop for purchasing man-agers!

Leadership Isn’t for Cowards Mike Staver, CEO of The Staver Group, will offer straightforward, practical advice for leading courageously and driving performance while creating a great

MRERF Update

The Manufacturers Represen-tatives Educational Research Foundation (MRERF) encourages STAFDA members (distributors, manufacturers, and rep agents) to take advantage of their Certified Sales Professional (CSP) training. It’s a three-day intensive program on consultative selling. It covers business creation to improved time and territory management; goal-setting to prospecting, and everything in between! CSP certifi-cation training also meets two ISO 9001 requirements (Clause 6.2.1 and Clause 6.2.2). Future CSP training dates/locations are: May 14-17/Minneapolis; September 10-13/Chicago; October 22-25/Dal-las; and November 4-7/Guadala-jara, Mexico. Visit www.mrerf.org for more details.

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Las Vegas Workshop Speakers Announced

are immersed in it, but every business has one and it’s vital to identify the key factors. Veteran sales coach, Jack Daly, lends his sales and CEO experience to help management recognize the importance of proactive company culture and its bottom-line effect on performance. Keys to outstanding company culture begin with goal alignment and ownership, prioritizing the cus-tomer, empowering employees for action, and proactive communication.

Roaring out of the Reces-sion Butler University marketing professor and University of Industrial Dis-tribution faculty member, Dr. Dan McQuiston, will lead a relevant program on the actions to take when dealing with the next re-cession. During the 2009

recession, STAFDA members did nothing but think about it, argue with colleagues over it, lose sleep over it, and likely asked themselves “How do we position our company to come out of this?” Dr. McQuiston will explain how com-panies need a solid, well-thought out strategic business plan to allocate resources, reduce/eliminate operating costs that drain those re-sources, and create points of difference to take advantage of opportunities. He’ll also cover the three “Cs” of competitive strategy (customer, company, and competition).

Effective Purchasing & Inventory Management STAFDA Consultant, Jon Schreibfeder, will follow-up his spring release of STAFDA’s Purchasing Man-ual to do a deeper dive into purchasing habits, how to avoid excess inventory,

work better with vendors, and how to reorder products so there is never a glut in the ware-house. He’ll also cover job responsibilities, balancing inventory between branches, and evaluating progress and setting goals. This is a “must attend” workshop for purchasing man-agers!

Leadership Isn’t for Cowards Mike Staver, CEO of The Staver Group, will offer straightforward, practical advice for leading courageously and driving performance while creating a great

place to work. In an age when it’s more difficult to manage the information, demands, and challenges bombarding business peo-ple, courageous leadership means toughening an ap-proach by being rigorous in the application of company

values. It means confronting and challenging people by not letting them get away with being less than what they can be. Learn about the power of commitment, the primary motivator of all people, and the importance of high gain activity. Mike Staver has a masters degree in counseling psychology and is frequently quot-ed in USA Today, Business Week Online, Wash-ington Post, and the Fox News Channel.

Wednesday morning, November 13, 8:00 – 10:00 a.m.

Economic Forecast Perenni-al favorite, STAFDA Econom-ic Consultant, Alan Beau-lieu, president, Institute for Trend Research, will review 2013 economic trends and use his knowledge of the construction and indus-trial markets, patterns, and

other financial indicators to provide attendees with insight on what to expect for 2014. As the U.S. economy continues to see-saw back and forth, momentum is picking up, but discover what markets are performing better than oth-ers and where STAFDA members should turn their focus. His popular program also looks at government construction, interest rates, and Canada’s economy. Members can learn how to strengthen their companies in today’s current business cycle by attending this session!

Earth Wind & Fire Cont. from page 1

for the concert, they’ll be able to get “grooving” in three distinct rock n’ roll areas at the Hard Rock Hotel. Love disco and the ‘70s vibe? Head to Muse Hall to enjoy dinner and libations under a dis-co ball while mingling with funky ‘70s ambiance characters. Dig the ‘80s? Then Vinyl is the place to be with a DJ spinning Michael Jackson, Madonna, or the Talk-ing Heads. Or stake out a place at the bar in The Joint or find a con-cert seat while soaking up a “Cool Blue” lounge feel. Food and bev-erage will be available in all three venues.

At 8 p.m., the lights come up on The Joint’s stage for Earth, Wind & Fire’s dazzling 90 minute perfor-mance. Now is the time to find that old concert T-shirt, or brush-up on those fancy dance moves ala John Travolta in “Saturday Night Fever.” Whatever your style or mu-sical genre, get ready for a rock n’ roll evening November 11!

Watch for the 2014Directory Update FormsWatch your e-mail boxes for your company’s 2014 STAFDA Directory update forms. Sent to each member’s STAFDA key contact, these easy-to-use electronic listings help verify that your company’s information is current in both the print and upcoming expanded online Directory. Associate members were sent their forms earlier this month while Distributors and Reps will receive theirs in early May. Members may review their information, modify it, or acknowledge its ac-curacy. If a member would rather not complete the form online or has questions, contact Production Manager Deb Pierce at Direct Business Media (STAFDA Direc-tory publisher) at dpierce@directbusinessmedia.com or 866/214-3223 ext. 20.

2014MemberDirectory

Includes:

Complete Membership Listings

Member Service Listings

Product Locator Index

Brand Name Index

Product Listing Reference

$50

Volume XXVI

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BBQ lunch) walking out the door satis-fied with their tool purchases.

Here’s a strategy you might want to employ: Knowing our open house event is well attended and that some of the key personal of our major cus-tomers sometimes elect not to attend because of the crowd size, we held a VIP luncheon the day before the main event. We invited 35 special guests for a preview of the sales and tool demos. They were able to visit the manufac-turers’ booths, see the newest tools, and check out the specials in a more leisurely atmosphere. Also, it gave our sales team the time for good interac-tion with these important customers. I recommend this approach to all of you. IT WORKED!

2001 STAFDA President, Jim Smith (R), former owner, Nail Fast., Inc., Al-buquerque, visited Frank’s Supply’s open house where he congratulated Rick on serving as STAFDA’s 2013 President.

Message Con’t. from page 1

Las Vegas’ Mandalay Bay Resort & Casino will be-come attendees’ home away from home as it hosts STAFDA’s 37th An-nual Convention & Trade Show, November 11-13. The Resort is the perfect combination of functional business space and after-hours recreation. Mandalay Bay will house all STAFDA

meetings in addition to providing housing. Everything will be under one roof!

The billion-dollar resort casino features 25 restaurants (and their world-class chefs); an 11-acre tropical lagoon with three pools, one sand and surf beach, and a beach club; a 30,000 square-foot luxury spa and fitness center; 41 one-of-a-kind boutiques; and more than 2,000 animals in North America’s only predator-based aquarium (Shark Reef).

Make plans now to join your STAFDA peers this No-vember. Convention materials mail on Friday, June 28, and registration from the members-only section of the website (www.stafda.org) begins Monday, July 1, at 8:00 a.m. (Central). Members will be kept updated on the Las Vegas meeting via STAFDA’s website and the Trade News.

Mandalay Bay to Host STAFDA Attendees

Trade NewsP.O. Box 44 w 500 Elm Grove Rd., Ste. 210Elm Grove, WI 53122-0044800/352-2981 or 262/784-4774 w Fax: 262/784-5059info@stafda.org w www.stafda.org

Tax TipSTAFDA’s business valuation and tax consultant, Dr. Bart Basi, has been reviewing recent tax rulings to share with members. Here’s a recent case with Basi, the editor, weighing in.

Taxability of Cell Phones: The Internal Revenue Service (IRS) has made cell phones a non-taxable item. The Small Business Jobs Act of 2010 re-moved cell phones from treatment as listed property, a designation that imposed strict substantiation requirements on employers. In doing so, Congress left the tax up to the IRS, but implied they should take a reason-able stance. The IRS felt the taxability of employer-provided cell phones was terminated when the device is being used for business purposes. If the device is given to an employee for non-business use or compensa-tion, it remains taxable to the employee.

Editor’s Comment: Now that cell phones are mainstream, the substantia-tion issue is more reasonable. There is still the requirement that employ-er-provided cell phones be used only for business purposes. Employers are advised to have a written policy clearly stating such and can insert a page into their company’s policy manual regarding cell phone usage and having employees initial it.